In which of the following situations will a business plan that includes quarterly sales quotas for each of the five salespeople help a quick-serve restaurant supply company track its progress?

The selection of a business plan that includes quarterly sales quotas for each salesperson is particularly beneficial when assessing performance metrics related to specific targets, such as the scenario where each salesperson sells 85% of their quota. This situation provides valuable insight into individual performance against established goals. By analyzing this data, management can identify both high performers and those who may need additional support or resources to reach their sales goals.

Utilizing sales quotas allows for consistent tracking of progress over time, enabling the restaurant supply company to implement strategic adjustments where necessary. For instance, if numerous salespeople consistently meet or exceed their quotas, the company might consider expanding its sales team or increasing production output. Conversely, if many are falling short, it may indicate broader challenges that could necessitate addressing training, market conditions, or product offerings.

In contrast, having specific territories might influence accountability but does not inherently create the same metrics for evaluating performance. If actual sales decrease every summer, this seasonal trend impacts overall sales but does not directly correlate to assessing the effectiveness of the sales team relative to their quotas. Lastly, if the sales quotas remain unchanged, this situation lacks adaptive management of targets based on performance or variability in market conditions, which may lead to an inability to respond to changes effectively.

Thus, tracking